Negotiation is one of the core contents of human communication activities. As long as there are human communication activities, negotiations will inevitably exist, whether verbal or nonverbal, conscious or unconscious. Driving, talking to children, running errands, doing housework and negotiation are everywhere. You can't get rid of the negotiation, you can only succeed or fail.
This does not mean that you must always actively negotiate everything in your life. But for those who pay attention to the communication activities around them, it really makes them gain more than expected.
There is an old proverb that tells the difference in knowledge between an expert and a layman. On the same piece of land, what the layman sees is a Ma Pingchuan, which is open and boundless. But in the eyes of experts, there are mountains and valleys. Compared with amateurs, experts did not spend more time and energy to collect more information about this land. The difference between them is that experts can make better use of this information to seize more opportunities or minimize risks.
In this book, we discuss how to make you more acute by using more ingenious negotiation skills, so that you can clearly know the overall situation of the negotiations between the two sides.
As Chen mentioned at the beginning of this book, most of the students who have taken my negotiation class are ordinary people. But they have learned to use negotiation skills to confidently achieve those great achievements. In my class, more than one Indian woman successfully persuaded her parents to get rid of the shackles of arranged marriage by using the negotiation skills she learned in class. In 2008, during the strike of the Hollywood Writers Association, my suggestions on the negotiation process played an important role in ending the strike. These suggestions are exactly what I taught in class and are summarized in the second chapter of this book.
A business school student failed in the first interview with 18 companies in a row, so he took part in my negotiation course and used my negotiation skills to obtain the qualification for the last interview with 12 companies in a row, and finally got a satisfactory job. Parents and students successfully let their children develop the habit of brushing their teeth without resistance.
We use the negotiation skills that students have learned to add up the money they have earned and the money they have saved: $7 here, 132 there, sometimes as much as100000, or even more. These figures add up to more than $3 billion, which is only about 1/3 of the cases we have collected so far. Not to mention saved marriages, new jobs, deals made, parents who are persuaded by their children to agree to see a doctor, and children who obey the orders of adults.
This book contains more than 400 anecdotes, most of which involve people using their real names. They will tell you how they get a raise, how to get a satisfactory result after repurchasing defective products, how to avoid being given a speeding ticket, how to get children to do their homework, and how to make a deal. In short, it is how to make your life better and win more through various ways.
For me and the thousands of students, unless the negotiation skills I teach are effective in real life, they will not arouse people's interest.
What are these students like? They come from all walks of life and have very different cultural backgrounds. There are executives, housewives, students, salespeople, administrative assistants, managers, managers, lawyers, engineers, stockbrokers, truck drivers, union members and artists of companies with a market value of billions of dollars? Everything you can say. These people come from all over the world: the United States, Japan, China, Russia, Colombia, Bolivia, South Africa, Kuwait, Jordan, Israel, Germany, France, Britain, Brazil, India, Vietnam and so on.
The negotiation skills I taught are very effective for all of them and will definitely help you.
Like Ben Friedman, he always asks the companies that provide services for him whether the treatment of new customers is better than that of loyal old customers like him. For example, enjoy more discounts or other promotional activities. As a result, one day, when Ben asked again, the The New York Times he subscribed to enjoyed a 33% discount.
Another example is Jean-Kim, who likes to make friends with others everywhere. One day, her daughter will save $200 a year for French tutoring courses. How did she do it? It turned out that she had a talk with the school manager before asking for preferential tuition. She talked about her trip to France. These little strategies will help you save money everywhere. A year later, this figure adds up to tens of thousands of dollars.
Some people can make millions of dollars from the start. Paul Thurman, a management consultant from new york, helped a big client reduce the cost by 35%, which was 20% higher than what he could have achieved before he received negotiation training. Unbelievable. He used the negotiation strategies and skills he learned in the negotiation class, such as negotiation standards, perseverance, clever questioning methods, interpersonal relationships and the principle of step by step. He said that in the first year, he saved customers $34 million, and so far, this figure has reached $300 million. ? I have a huge advantage in this market. ? He said.
Richard morena was the chief financial officer of Asbury Park Publishing House at that time. He earned an extra $245 million for the company and $654.38 million for himself in company sales. His success was also achieved by using the negotiation principles, negotiation framework and other negotiation skills I learned in my class. He said:? I will continue to practice these strategic skills. ? If you want to benefit from the negotiation strategies introduced in this book like Richard, you must change your mind when dealing with others. ;